SALES COURSES

Course:				Introduction to Sales
Duration:				3 to 5 Days - Max. 12 delegates
Facilitators:				-
Role-play Actors:				Depending on numbers and days

To help delegates new to the business, we recommend a sales programme covering all aspects of the ‘Pattern of the Sale’ using the telephone.

*Note the content listed below is a generic introduction to selling advertising space and can be tailored to suit telephone sales people and field sales people as needed.

Benefits to you

- The sales process – why customers buy

- Improving sales strategies

- Appointment setting

- Building stronger and mutually beneficial relationships

- Objections handling and closing the sale

- Product presentation

- The difference between telling and selling

Who should attend?

Those new to selling and those with some experience but in need of a refresher.

Course to include

- Introductions

- Course objectives

- Qualities of a successful sales person

- The importance of motivation

- Maintaining a positive attitude

- How to make the most of the telephone

- Positive communication

- How do customers buy?

- Introducing the pattern of the sale

- Preparing your call in 30 seconds

- Setting your objectives

- Dealing with resistance workshop including

- Dealing with gatekeepers

- Overcoming resistance

- Making a good impression

- Establishing rapport

- Gaining attention

- Role-plays

- Rapport building

- Uncovering the needs and opportunities using open and closed questions effectively

- Linear probing

- Listening skills

- Uncovering opportunities, making appointments etc.

- Role-plays

- Selling benefits

- Creating desire/buying and urgency

- Matching benefits to customer’s needs

- Gaining commitment

- Uncovering resistance

- Committing the buyer

- Overcoming objections

- Final role plays and feedback